Job Description:

　　Market Development Managers (MDM) are responsible for lead generation, account follow up, developing & leading sales presentations, clinical & product subject matter expertise, and ensuring revenue growth in strategic focus areas for his/her dedicated region.

　　Essential Functions:

　　Sales Activity

　　Responsible for market development and sales for strategic corporate initiatives.Serves as the subject matter expert for our spine strategy, not limited to clinical and product focus.Presents and promotes our spine products and solutions to current and prospective customers.Educates customers, both internal and external, on our spine products and solutions.Leads and facilitates key strategic spine initiatives and accountable for achieving budgeted revenue goals.Develops, collaborates, and maintains relationships with local sales teams to achieve objectives.Works collaboratively with marketing and other cross functional groups to drive commercial success.Identifies opportunities to expand penetration into existing accounts for additional services and add value to the customer.Understands the trends in the industry and the Company's position in the market.Monitors strategies and marketplace developments and communicates regarding such matters to business partners and the internal organization.Provides input to Marketing and Senior Leadership on market trends, competition, and field sales execution to analyze, direct, and review product offerings, competition and market strategies and programs.Demonstrates efficient use of Company resources such as time, money, materials, and people to produce desired results.

　　Sales Territory Management

　　Develops and executes strategic business planning designed to meet and exceed financial, market, and product portfolio goals for assigned region.Responsible for driving regional revenue growth, quarter over quarter and year over year across all channels of business in assigned region.Proactively cultivates competitive opportunities that result in converted business and defends competitive threats to minimize losses.Utilizes SalesForce to maintain up to date contacts, opportunities, targets, and outcomes.Maintains funnel for sustained opportunities.

　　Customer Relationship

　　Proactively identifies, establishes, and maintains strong relationships with key customers and Key Opinion Leaders (KOLs).Aligns internal and external resources for a comprehensive approach to the customer.Works with Enovis employees, outside referral partners, and Distributor Partners to gain access in competitive accounts and grow organic business.Prepares and reviews financial models to recommend strategies to meet customer's needs.Assesses customer needs and prepares strategic plans to optimize customer satisfaction and the Company's business goals.Understands customer needs and establishes specific business plans and solutions that meet those needs (short and long term) while driving business objectives.Collaborates with local sales representative, marketing, and clinical education teams providing product in-service and training.

　　Compliance

　　Demonstrates commitment to the Enovis Compliance & Ethics Program, the Enovis Code of Conduct, the Enovis Sales and Marketing Code of Conduct, the AdvaMed Code of Ethics, and all supporting and applicable regulations, policies, and procedures.Adheres to all internal Corporate Compliance guidelines, OIG, government healthcare regulations, regulatory policies and procedures, and privacy and security standards in accordance with government agencies, including HIPAA requirements.Treats Protected Health Information (PHI) with the strictest confidentiality in accordance with HIPAA standards.Acquires a basic understanding of the field to include regulatory compliance issues and adhere to these guidelines.Other duties as assigned.

　　Qualifications:

　　To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

　　Experience

　　Minimum of 5 years of healthcare sales experience required.Minimum of 3 years of medical device sales required.Knowledge of the orthopedic market required.Experience selling spine products or devices preferred.Strong presentation skills required.Education or training as a health care provider preferred. (ie, RN, OTC, PT, ATC, PA, etc..)Experience calling on hospitals, IDN, VAC committees, and GPO administrators required.Experience presenting to C-Suite level customers required. Experience working within complex multi-division organizations preferred. Previous experience in market and/or business development roles preferred.Proficient in MS Office, specifically MS Excel and MS PowerPoint, required.

　　Education

　　Bachelor's Degree or equivalent industry experience required.

　　Travel

　　Must be able to travel up to 75% of the time.Typical work-related travel assignments range 1-5 days, and as such overnight, out-of-town stays are required.Includes air travel and/or time spent in car to customer accounts as dictated by territory.

　　Work Environment and Physical Demands

　　Field based (i.e., home office, physician's offices, hospitals, clinics, etc.).Physical Demands: Must frequently lift and/or move up to 10 pounds. Regularly required to stand; walk and talk or hear. Frequently required to sit; use hands to finger, handle, or feel; reach with hands and arms and stoop, kneel, crouch, or crawl. Office deskwork requiring sitting, walking, using phone and computer.Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

　　Other

　　Must possess a valid Driver's License and current automobile insurance.Must satisfy third-party credentialing requirements to gain access to hospital accounts.

　　General Skills/Competencies/Specialized Knowledge

　　Contract Knowledge - Maintains and understanding of contract terms and procedures. Ability to understand and apply complex legal considerations.

　　Territory Management - Understands the trends in the industry and the Company's position in the market. Produces well-developed business plans. Maintains funnel for sustained opportunities. Maintains and uses effective strategic call plans.

　　Competitive Selling - Effective in selling value proposition. Proactively cultivates competitive opportunities that result in converted business. Defends competitive threats. Identifies underlying problems affecting organizational or individual performance such as market conditions, competitor actions, or other external forces.

　　Negotiation/Influence - Ability to negotiate with and manage others through influence (comfortable with non-line authority). Builds consensus and gains cooperation from others to obtain information and accomplish goals. Influences key business partners and customers to achieve mutually beneficial results.

　　Technical Skills - Demonstrates necessary eagerness to acquire necessary technical knowledge, skills, and judgment to serve customer needs and accomplish goals. Assesses own strengths and weaknesses. Pursues training and development opportunities and encourages direct reports to do so as well. Strives to continuously build knowledge and skills. Shares expertise with others.

　　Analytical Skills - Excellent analytical skills. Synthesizes complex or diverse information. Researches and analyzes various types of data information at the territory, region, area, and national levels. Identifies and understands relevant trends, opportunities, needs and market direction within the orthopedic industry and healthcare systems. Proven ability to analyze and interpret data, to provide guidance, data driven decisions and recommendations. Analyzes market and competition.

　　Quality Management - Demonstrates attention to detail. Looks for ways to improve and promote quality. Demonstrates accuracy and thoroughness. Communicates changes and progress.

　　Initiative - Demonstrates a positive attitude and a willingness to go the extra mile to help both patients and Enovis. Ability to work well independently and exercise appropriate judgment under general direction. Ability to prioritize workload, goals, and tasks consistent with the department and corporate objectives. Ability to manage conflicting priorities in an effective and efficient manner.

　　Financial Management - Ability to understand financial processes and skilled at monitoring expenditures. Uses cost benefit thinking to set priorities. Ability to read, analyze and interpret financial data, understand P&L accounting, and exhibit proficiency in spreadsheet development and analysis.

　　Business Acumen - Understands business implications of decisions. Has a strong grasp of business concepts and related issues. Shows understanding of issues relevant to organization. Keeps up to date with current practices and trends. Has and uses cross-functional knowledge.

　　Industry Knowledge - Keeps current on relevant products (both of Enovis and its competitors), as well as clinical studies. Understanding of key business issues that exist in the industry (i.e., health care reimbursement trends, state and local laws, regulatory requirements). Links and applies complex technologies to business strategies.

　　Strategic Agility - Anticipates future trends and consequences. Creates competitive and breakthrough strategies/plans. Sets priorities wisely and knows how to make tough resource allocation decisions. Continuously finds ways to forward strategic initiatives. Develops strategy, demonstrates flexibility, and responds to changing and future business needs.

　　Customer Orientation - Demonstrates a keen understanding of various customers' (internal or external) needs and utilizes a variety of Enovis resources to provide solutions and a compelling value proposition. Demonstrates a strong bias toward service, quality and customer satisfaction.

　　Communication - Communicates effectively at all levels of the organization. Expresses ideas clearly and simply both verbally and in writing. Promotes timely, ongoing flow of information to others. Communicates and listens effectively in order to develop and maintain key business relationships. Speaks clearly and persuasively in positive or negative situations.

　　Presentation Skills - Demonstrated ability to present in both 1:1 or in group settings. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Delivers a clear and compelling message tailored to the needs of the audience.

　　Interpersonal Skills - Ability to work with co-workers and customers, both internal and external, of all levels. Ability to professionally interact and build constructive and effective relationships. Ability to effectively interface with others on behalf of the organization.

　　Relationship Building - Develops strong cross functional relationships with assigned Business Unit and other Enovis functions. Ability to professionally interact and build constructive and effective relationships.

　　Leveraging Resources - Efficiently uses Company resources such as time, money, materials, and people. Demonstrates awareness of goals of other organizational units and makes requests or decisions in support of this awareness.

　　Problem Solving - Identifies and resolves problems in a timely manner. Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. Develops alternative solutions. Uses reason even when dealing with emotional topics. Works well in group problem solving.

　　Decision Making - Exhibits sound and accurate judgment. Includes appropriate people in decision-making process. Identifies and resolves problems in a timely manner. Relies on extensive experience and good judgment to ensure that expectations are met and that business objectives are achieved.

　　Adaptability - Embraces and adapts to change and demonstrates a willingness to learn. Ability to respond quickly to change, and to prioritize actions to meet customer needs. Demonstrates flexibility and responds to changing and future business needs. Identifies external threats and opportunities. Adapts strategy to changing conditions. Demonstrates flexibility and responds to changing and future business needs.

　　Collaboration and Teamwork - Works collaboratively and cooperatively with many teams cross-functionally. Energetic and willingness to work closely with all team members to achieve success.

　　Process Management - Ability to figure out the processes necessary to accomplish business objectives. Organizes people and activities. Understands how to separate and combine tasks into efficient workflow. Knows what to measure and how to measure it.

　　Project Management - Ability to plan, organize and manage resources to bring about the successful completion of specific project goals and objectives. Exhibits proficiency in organizational and workflow development and analysis.

　　Trust and Integrity - Interacts with others in a way that gives them confidence in one's intentions and those of the organization. Accepts responsibility for one's own decisions and actions. Demonstrates honesty. Keeps commitments. Behaves in a consistent manner and is open, honest, and trustworthy.

　　Safety and Security - Observes safety and security procedures. Reports potentially unsafe conditions. Uses equipment and materials properly.

　　Computer Skills - Proficient computer system-based tools including Microsoft Office applications, e-mail, web browsers and spreadsheet software. Must have demonstrated proficiency in both MS Excel and MS PowerPoint.

　　Travel Requirements /Work Environment and Physical Demands

　　Travel

　　Must be able to travel up to 75% of the time.Typical work-related travel assignments range 1-5 days, and as such overnight, out-of-town stays are required.Includes air travel and/or time spent in car to customer accounts as dictated by territory.

　　Work Environment and Physical Demands

　　Field based (i.e., home office, physician's offices, hospitals, clinics, etc.).Physical Demands: Must frequently lift and/or move up to 10 pounds. Regularly required to stand; walk and talk or hear. Frequently required to sit; use hands to finger, handle, or feel; reach with hands and arms and stoop, kneel, crouch, or crawl. Office deskwork requiring sitting, walking, using phone and computer.Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

　　ABOUT DJO GLOBAL

　　DJO Global is a leading global developer, manufacturer and distributor of high-quality medical devices that provide solutions for musculoskeletal health, vascular health and pain management. Our products address the continuum of patient care from injury prevention to rehabilitation after surgery, injury or from degenerative disease, enabling people to regain or maintain their natural motion. Our products are used by orthopedic specialists, spine surgeons, primary care physicians, pain management specialists, physical therapists, podiatrists, chiropractors, athletic trainers and other healthcare professionals. In addition, many of our medical devices and related accessories are used by athletes and patients for injury prevention and at-home physical therapy treatment. Product lines include rigid and soft orthopedic bracing, hot and cold therapy, bone growth stimulators, vascular therapy systems and compression garments, therapeutic shoes and inserts, electrical stimulators used for pain management and physical therapy products. Our surgical division offers a comprehensive suite of reconstructive joint products for the hip, knee and shoulder. Our products are marketed under a portfolio of brands including Aircast®, Chattanooga, CMF™, Compex®, DonJoy®, ProCare®, Exos™, Dr. Comfort®, DonJoy Performance® and DJO® Surgical.

　　For additional information on the Company, please visit www.DJOglobal.com.

　　DJO is a growing subsidiary of diversified technology leader Colfax Corporation

　　EOE AA M/F/VET/Disability

　　All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, religion, color, national origin, sex, protected veteran status, disability, or any other basis protected by federal, state or local laws.